Listing and Marketing Consultation :Listing and Marketing Consultation


Understanding The Principles :Understanding The Principles KELLER WILLIAMS® Consultant Vs. Agent Key Objectives Sources of Buyers Marketing Controlling Factors Preparing for the Offer Processing the Sale Pricing Factors To Keller Williams Website


About KELLER WILLIAMS® Realty :Mo AndersonCEO Gary Keller Chairman Of The Board About KELLER WILLIAMS® Realty Founded in Austin, Texas, on October 18, 1983. KELLER WILLIAMS® Realty laid the foundation for agents to become real estate business people. Mo Anderson owned the #3 franchise in the largest real estate company in the world. Gary Keller was chosen by Realtors across the U.S. as one of five of the “Most Admired” REALTORS® in the nation. KELLER WILLIAMS® FACTS: “Most Innovative Real Estate Company” — Inman News. 77,000+ real estate consultants. 500+ offices in the U.S. and Canada. 4th largest real estate company in North America. Excellence in real estate consultation training.


KELLER WILLIAMS® Realty :KELLER WILLIAMS® Realty


Slide 5:The KELLER WILLIAMS® Culture Win-Win — or no deal Integrity — do the right thing Commitment — in all things Communication — seek first to understand Creativity — ideas before results Customers — always come first Teamwork — together everyone achieves more Trust — starts with honesty Success — results through people


Our Office :Address: 20665 W. Lake Houston Parkway Kingwood, TX 77346 Phone: (281) 358-4545 or (281) 852-4545 Fax: (281) 812-0640 URL/Website: www.clickkwne.com & www.kw.com Year Opened: 1990 Team Leader: Lisa Dempsey Assistant Team Leader: Bill Custer When Judy Hopkins took over Keller Williams Realty Northeast in 1990, she had a vision of creating a state-of-the-art facility where agents and clients alike could come together to make dreams happen. In addition to their Kingwood headquarters, the Keller Williams building also houses Genesis Mortgage, an independent financial company. Together, they represent a one-stop shopping center for today’s service-oriented consumers. Our Office Keller Williams Northeast


Consultant Vs. Agent :Consultant Vs. Agent Fiduciary (Consultant) Advises and Consults Educates and Guides Involved in Decision Process Uses Judgment and Experience Irreplaceable Highly Compensated Functionary (Agent) Delivers Information Tells and Sells Stays out of Process Follows the Rules and Procedures Replaceable Minimally Paid To Keller Williams Website


My Biography :Insert Your Photo Name: Amy Rocka Professional Designations: Houston Association of Realtors (HAR) National Association of Realtors (NAR) Texas Association of Realtors (TAR) eAgent Family: Happily married and have two beautiful daughters. Hobbies: Swimming, water sports, 4 wheelers My Biography Your REALTOR® Amy Rocka


Key Objectives :Key Objectives PRICING… your home at the property’s fair market value. TIMING… in the desired time period. CONVENIENCE… selling your home with the least amount of inconvenience.


Learning About The Home :Learning About The Home WHERE BUYERS FIRST LEARNED ABOUT HOME PURCHASED Compiled from NAR 2005 Profile of Home Buyers and Sellers report.


Slide 11:Marketing Plan Targeted Advertising To the public To the REALTOR® community KELLER WILLIAMS® Professional Real Estate Consultants Team Meetings Email Notifications REALTOR® Open Houses Yard Signs Highly recognized Calls come from our signs Print Media Podcast, YouTube, RSS feeds Multiple Internet Web Sites HAR.com Realtor.com KW.com, AmyRocka.com and MANY other sites


Slide 12:Internet Marketing www.Har.com www.AmyRocka.com www.Har.com/rocka www.kw.com www.clickkwne.com www.realtor.com


Slide 13:Marketing Your Home Input your listing to MLS. Install nationally recognized sign. Provide information fliers. Pricing Guidance. Prepare Advertising. Hold Broker Open House. Give Feedback on showings. Review contracts and represent you in negotiations. Guidance in staging your property. Complete all repairs and cleaning. “Stage” your home to be appealing. Hide valuables (also prescriptions). Keep marketing information out for prospective buyers. Call me if information is depleted. Leave premises for showings. Call me with any questions. Refer friends and acquaintances who might be interested in your property. Refuse to discuss terms with prospective buyers or their agents. Agent Client Our Respective Duties


What You Do & Don’t Control :What You Do & Don’t Control Seller Controls: Property Condition Availability for Showing Price Home Warranty Seller Doesn’t Control: Competition Buyer’s or Seller’s Market Interest Rates When The Perfect Buyer Walks Thru Door


Home Warranty Plans :Home Warranty Plans Home warranty plans go a long way to alleviate some risks and concerns. For a modest price, the seller can provide to the buyer a one year warranty covering specified heating, plumbing, electrical, water heater or appliance breakdowns. Coverage under most plans commences at closing. In all cases, there are important limitations and exclusions (example: appliances/systems must be operative at commencement of coverage).


Selling Price Vs. Timing :Selling Price Vs. Timing Timing is extremely important in the real estate market. A property attracts the most activity from the real estate community and potential buyers when it is first listed. It has the greatest opportunity to sell when it is new on the market. WEEKS ON MARKET A C T I V I T Y 1 2 3 4 5 6 7 8


Preparing For The Offer :Preparing For The Offer ACCEPTANCE. Signed by all parties, dated, delivered… congratulations, you’re on your way to having your property sold! REJECTION. Unconditional… unfortunately, your home is still on the market. COUNTER OFFER. Any change to the contract constitutes a counter offer. You are now in the renegotiation stage. NO ACTION. Equals rejection. Your home is still on the market. In slow economic times, offers to purchase routinely come in “low” whereas in healthy economic times, offers are closer to the asking price. Do not be offended by any offer received. Be offended by buyers who tour your property and don’t submit an offer.


Home Selling Process :Home Selling Process MARKET RESEARCH LISTING SIGNED OFFICE MULTIPLE LISTING CONTACT PROSPECTS SHOWINGS OPEN HOUSE OFFER RECEIVED OFFER CONTRACT ACCEPTED INSPECTIONS BROKER’S TOUR TRANSACTION PROCESSING BEGIN PROCESS


Inspections :Inspections Inspections and potential repairs are the number one reason sales don’t close. Typically, buyers have a certain number of days in which to inspect the property and accept or reject the property based upon these mechanical and structural inspections. SELLER SEES THEIR HOUSE INSPECTOR SEES THE HOUSE BUYER SEES YOUR HOUSE Save Yourself Time, Money and Disappointment — Do Deferred Maintenance Now!


Contract To Close :Contract To Close PROCESSING MORTGAGE CO. CREDIT REPORT APPRAISAL LOAN APPROVAL UNDERWRITING VERIFICATIONS TITLE CO. ASSEMBLE PAPERS SETTLEMENT HOME SOLD REJECTION TRANSACTION PROCESSING


Pricing Factors :Pricing Factors As the triangle graph illustrates, more buyers purchase their properties at market value than above market value. If you price your property at market value, you are exposing it to a much greater percentage of prospective buyers and you are increasing your opportunity for a sale. +15% +10% Market Value -10% -15% 10% 30% 60% 75% 90% PERCENTAGE OF BUYERS ASKING PRICE IMPORTANCE OF INTELLIGENT PRICING


Pricing Misconceptions :Pricing Misconceptions It is very important to price your property at competitive market value at the signing of the listing agreement. Historically, your first offer is usually your best offer. Buyers & Sellers Determine Value The value of your property is determined by what a BUYER is willing to pay and a SELLER is willing to accept in today’s market. Buyers make their pricing decision based on comparing your property to other property SOLD in your area. WHAT YOU PAID WHAT ANOTHER AGENT SAYS WHAT YOU NEED WHAT YOU WANT COST TO REBUILD TODAY WHAT YOUR NEIGHBOR SAYS


Slide 23:Competitive Market Analysis Recent Sales Current Listings = Competition Expired Listings = What has not sold


Slide 24:Focusing On Results The proper balance of these factors will expedite your sale. LOCATION COMPETITION TIMING CONDITION TERMS PRICE SOLD


Slide 25:Local Marketing Tools My marketing publications for your home www.kw.com was developed in 1995, making KELLER WILLIAMS® one of the first real estate franchises to establish a presence on the World Wide Web.


Our Service Process :Our Service Process


To Buy or Sell Your Home :To Buy or Sell Your Home Contact Amy Rocka TODAY! Amy Rocka Realtor 713.806.9458 Amy@AmyRocka.com www.AmyRocka.com